Frontline Selling Behaviours

Leverage a proven pathway to scaled performance in today’s dynamic selling environment

The landscape of selling has irreversibly changed. The rise of the highly-informed and discerning buyer, shift towards consensus decision-making and proliferation of digital channels have all contributed to increased complexity and more difficulty in engaging clients. Many organisations are experiencing a cumulative ‘long tail’ of underperformance across their sales force as the imperative to adapt to new buying dynamics increasingly bites. In this new environment, knowing ‘what good looks like’ and understanding the key frontline skills and behaviours to get behind in order to drive success is a distinct challenge.

Drawing on global benchmarking data of over 75,000 salespeople and 11,000 sales managers, Blackdot’s Frontline Selling Behaviours have been developed specifically to demystify the behaviours which are driving performance in selling. Grounded in this research, this immersive capability program is designed to enhance capability across the behaviours that count and kick-start change through practical tools and skills which participants can immediately apply. Learning can be delivered via a series of modules which enable individual development to be focused around identified gaps, maximising relevance and ensuring strong training ROI.

Key Program Content:

Opportunity Targeting

Clinically prioritising scarce selling time to increase the quantity and quality of opportunities

Decision-Maker Access

Leveraging innovative thinking, relationships and social selling to secure enhanced executive access and sponsorship

Exploring Needs &
Gathering Intelligence 

Proactively challenging clients thinking, leveraging data and managing dynamic conversations to deeply understand decision-drivers

Effective Qualifying

Ruthlessly qualifying and disqualifying to allocate selling time to the largest, most attractive and probable opportunities

Demonstrating Value

Adding value to the client's buying journey with compelling insights and highly commercial and relevant solutions

Navigating Decision-Making Dynamics

Consistently eliciting stakeholder thinking on decision drivers and successfully navigating complex, consensus-based decisions

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Success Stories

Arming Salespeople with Compelling Sales Collateral

Blackdot helps a transport and logistics provider develop unique customer value propositions and collateral for new offerings

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Building a Frontline Sales Army of High-Performers

Blackdot helps a leading bank develop a new operating model and sales process to boost sales performance

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Demystifying Targets and Fuelling Incentives to Grow Market Share

Blackdot helps a major pharmaceutical player develop a new target-setting model to align sales around market share growth

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Developing the Skills to Out-Sell the Competition

Blackdot helps a leading financial services company enhance their frontline sales effectiveness to win new clients

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Global Pharma Company Boosts Sales Effectiveness by 300%

Blackdot helps global pharma company turn around lacklustre sales performance with a new sales process

Our Clients Realise Transformation

  • Simon Clarke, Head of Sales Operations - Ebay
    • Simon Clarke, Head of Sales Operations - Ebay

    "We’ve selected Blackdot as a partner as they provide an optimal mix of sales capability development best practice, and a facilitation team that really connect with our people. So far we are really pleased..."

  • Russell Godbier, Country Manager, Territory Sales - TNT
    • Russell Godbier, Country Manager, Territory Sales - TNT

    "Blackdot initiated a frontline sales behaviours assessment as part of our capability program for which all sales managers & frontline took part. There were 2 significant outcomes; one was a definitive analysis of our key gaps & strengths which was crucial in defining core objectives & focus areas for the sales training to follow."

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Learn more about the Frontline Sellling Behaviours Capability Program